How to Find Referrals Fast, Before the End of the Year

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Ask anyone about time and they have the same reaction. They can’t believe time is going by so quickly. The first half of 2022 is already past us and if you didn’t capitalize on it enough for referrals, it’s too late. It’s gone. You’re left with part two of 2022.

How can you leverage the time you have left in this year to maximize your referral results?


Let’s start by talking about your centers-of-influence (COIs). Narrow your focus. Choose the top three COIs you want to focus on for the rest of the year and zero in on them to enhance reciprocity.

If you don’t know what your COIs are trying to accomplish before the end of the year, find out. One of the easiest ways to gain reciprocity is to help someone meet a goal. If your COI has a goal of five more new clients by the end of the year, get on it and tell your COI that you plan to be responsible for at least two of those new clients. When you announce your commitment and help someone meet a goal, the natural tendency for givers is to reciprocate out of gratitude. They will feel compelled to want to help you in the same manner. Share your year-end goals with your COIs as well. This will help them be able to see how they can fit into your growth plans.

Meet with these chosen few COIs at least once a month between now and the end of the year. During those meetings, stay focused. Guide your conversations to specifically focus on how you can help each other. Regularly compare calendars to share who you’ll be in front of in the month ahead and strategize on how to best bring the other person up in conversation. Tell stories of your favorite clients and how you’ve helped them so that you both gain clarity around the right referrals for each other. Look for opportunities to include each other in podcasts, blogs, newsletters, and even events where the two of you can benefit from face-to-face introductions.